Presented by-Nahid Anjum

Rakesh GakareAbhishek Dujari

Ankit Jain

Market segmentation of IFB commercial dishwasher

Agenda• Demographics • Operating variables• Purchasing approaches• Situational factors• Buyer’s personal characteristics

Demographics

• The industry– Consumer durables

• The company size– US$ 250 million

• Customer location– Hotels & Restaurants – Hospitals

Operating variables

• Company technology– Based on German & Italian technology

• Customer capabilities– Optimum performance– Easy to maintain– Durable

Purchasing approaches

• Buyer-seller relationship– Quality – Maintenance & repairing– Warranty & guaranty

• General purchasing policies– Modify the procurement communication– Educate vendors the purchasing requirement and

saving benefit of the product

Purchasing approaches

• Purchasing criteria– Online approach – Direct approach– Get the feature details of the products– See the demo of the product– Make order

Situational factors

• Urgency of order fulfillment– Depend on demand

• Product application– Removes stains– Effective cleaning– Time saving

• Size of order– Quantity wise

Buyer’s personal characteristics• Buyer motivation– Increasing efficiency – Cost Saving

• Individual perception– Best way to serve customers as well as increase

the efficiency of employees• Risk management strategies– Proper maintenance– Regular checking of machines

Thank You